BY ABBIGAIL KRIEBS
Choosing a line of motors to carry is more than just choosing the
motors themselves – the decision needs to be based just as much on
the manufacturer and its market objectives, in addition to the kind of
service that the vendor is going to provide. We spoke with Tim Albers,
Director of Product Management and OEM Marketing at Nidec Motor
Corporation, to find out the most important aspects of selecting a motors supplier or product line.
Three Quick Tips On Motors
Focus On Efficiency
“Efficiency improvements that either provide cost reductions or production increases” are key, says Albers.
Today’s manufacturers are operating on thinner margins
and tighter deadlines all the time. Anything that can
save them money, boost their production — or both — is
a winning product choice.
There are six major points to take into consideration when
developing a relationship with a motors supplier:
1.) Innovation – does the supplier represent new technology &
new product development?
2.) Supplier Base – what is the market size and opportunity for
3.) Breadth of Product Line – do they carry enough for you to support your customers comprehensively?
4.) Growth Support – will the new product support and provide additional sales opportunities
for other products and services already provided
by the distributor?
5.) Lead Generation – does the supplier provide
leads to the distributor?
6.) Strategy – does this supplier sign everybody
in a territory or are they selective in scope?
What options are there for a distributor to create a value-added opportunity when selling motors? • Keep some local inventory – the ability to quickly modify motors to custom fit the application is even better. • Perform energy audits for customers. • Value technical knowledge and provide failure analysis – distrib- utors that have the ability to make recommendations for product changes to increase machine uptime are a valuable partner to have. Be able to supply a better answer rather than just replac- ing the motor that came on the equipment. This means that the motor on the machine may not necessarily be the best for that application. • Offer multi-channel operations – the distributor needs to be able to supply information and product in the manner that the end customer demands – on the internet, on the phone, in person, or via a mobile device.